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This document provides tips and strategies for building a profitable sales force. It discusses finding successful salespeople by evaluating their skills, interests, and attitudes. It emphasizes selecting candidates carefully and training them using principles of customer focus, empathy, and value-based selling. The document then gives advice on prospecting, rapport building, motivation, questioning, objections, closing deals, and negotiation. It stresses listening to customers, understanding their needs and pain points, and proving the value of solutions.
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Topforce
- 1. THE TRUTH ABOUT BUILDING A PROFITABLE SALES FORCE PRESENTED BY: ABHISHEK RAI
- 2. Content Finding Winners Training Winners Prospecting Tips Rapport Building Tips Motivation Tips Smart Questioning Dealing With Objections Closing Sales
- 3. Finding Winners Four Insider Secrets To Sales Success Can this person sell? Selling skill How will this person sell? Behavioral strengths Will this person sell? Attitudinal Structure Why would this person choose to sell? Personal interests & values
- 5. Selection and retention of SP Attract the best Select them carefully Train them correctly Create a positive, customer-focused and highly charge environment and. Get out of their way and let them sell!
- 6. Customer IMPACT principal #1 We pay attention to people we believe have something important to tell us. Claim Convince
- 7. Customer IMPACT.Cont. #2 People buy for their own reasons; not for yours or mine
- 8. Customer IMPACT.Cont. #3 People do not want to be sold; they want to buy Yes! I bought it from..?
- 9. Customer IMPACT.Cont. #4 Buying is basically an emotional response. 1st ,it suggest that people buy benefits for themselves, not feature, products, services etc. 2nd ,A strong empathy for the customer is absolutely vital for success in selling. 3rd , You must be sort of salespersons with whom people enjoy doing business.
- 10. Person vs. Personality Will they sell? Intelligence and Personality Types of personality Socializers- Aka Speakers Relater- Aka Listeners Analytics- Aka Thinkers Directors- Aka Doers Key attributes of Sales people Forget about Born Salespeople
- 11. Training Winners Marketing Strategy can be Focused Clearly Defined Well Known Accepted Diffused Unclear Unknown Not Accepted
- 12. Training Winners.Cont. Aligning Your marketing strategies Failure Marginal Success Conflict/ Low Sales Long Range Success Diffused Diffused Focused Focused Sales Strategy Marketing Strategy
- 13. Leverage In the sales world, leverage means using your time, talent, resources or advantages to deliver maximum value to your customers. Element of Leverage Create the lever and the fulcrum Place your fulcrum in your selected niche market The object you will raise-is customer value
- 14. Leverage..Cont. You are the lever in leverage How does your company stack up? Spotting the time wasters Knowledge- The raw materials of leverage
- 15. Listen People Into Buying The Greatest Secret In Selling: Show people what they want most, and they will move heaven and earth to get it! Listen people into buying instead of talking your way out of the sale. Measure Your Prospects- Dont Just Size Them Up The fatal Flaw In Selling Probing Gives You More Power
- 16. Principles Based Selling Value-based selling is not a technique, it is a principal. IMPACT Selling Focus on Relationships An Efficient Plan Needs Effective People
- 17. The IMPACT salesperson Strinkingly impressive: Who you are. Ready for service or action: What you know Capable of producing maximum sales with minimum time and effort: what you do. Take it one step at a time
- 18. Prospecting Tips 7 Power-Packed Prospecting Pointers 1. Treat prospecting as the lifeblood of your sales career 2. Treat prospecting as your most valuable time management tool 3. Take an organized approach 4. Remain alert for suspects who have the potential to become qualified prospectus 5. Stay in constant touch with active prospects
- 19. 6.Rework your suspect inventory regulatory to try to upgrade suspects to the status of qualified prospectus 7.Continually upgrade your prospecting system and strategies
- 20. Rapport Building Tips The greatest secret in selling How to reduce tension and establish trust To eliminate tension you must win the inner game You have to create trust
- 21. Motivational Tips Selling During The Lean Times Focus on your customers and never look away Helping others helps you The faster way to revenue
- 22. Smart Questioning Probing Tip #1 Prepare the questions you will ask in advance #2 Open-ended and indirect questions #3 Ask need-development questions #4 Ask questions that help you identify dominant needs #5 Ask question that help you pinpoint the dominant buying motivations.
- 23. #6 Avoid asking offensive questions or asking questions in an insensitive way #7 Start with broad questions, then move steadily toward questions with a narrower focus #8 Ask questions that are easy to answer #9 Use questions to guide the interview and keep it positive in tone #10 Ask then shut up and listen.
- 24. The Master Keys of Selling Show people what they want most, and they will move heaven and earth Mastering the master key Asking and Listening Self centeredness is not in your best interest
- 25. The Master Keys of Selling Probe Principle #1 The best way to serve your own interest is to put the needs and desires of your customers first! #2 To deliver value to the prospect, you must see yourself primarily as a value resource for the prospect! #3 To be a value resource for the prospect, you must fist discover what the prospect perceives as value!
- 26. Turn your Demonstrations into Power-Packed Apply Pointer #1 Choose the most appropriate product or services #2 Tailor the presentation to the prospects Need and Wants
- 27. Dealing with Objections Justify that you are selling value to customer Price Justifier #1 Imagine a value meter #2 Interpret relative values #3 Personalize all value #4 Sell the key benefits
- 28. Needed: A New Direction in Sales Training Regarding product training Using Motivational Speaker to get SP hyped up Using complicated sales training system The SPs Greatest Folly Most of the things that can go wrong in life happen when your mouth is open Forget the So-Called Quick Buck
- 29. Closing Sales Closing Tips For The Value-Based Sales force -Tie up the sale, never your prospect -Negotiate the conditions of the sale -Clear away objections -Ask for the order -Reinforce the sale
- 30. Closing Technique Ask for order #1 Use trail closes throughout the Interview #2 Ask them to buy now #3 Assume the sale #4 Use the either/or close #5 Deal with fear of making a decision The Pay-off
- 31. Six Tools to Locate Qualified Prospects Power-Packed #1 Who #2 Where #3 Why #4 What #5 When
- 32. Building A Bridge: The Transition to Sales talk Setting the stage for action, Not for reaction 1 Get to the point of your visit quickly 2 Avoid being abrupt 3 Make it natural 4 Test your bridge before you invite the client to walk across
- 33. Negotiation Tips Negotiation strategy #1 Open the negotiations on a positive note #2 Get all the conditions on the table #3 Make sure you understand the conditions #4 Offer to try to work out any problems
- 34. Proving Your Claims Claim Prover #1 If you can prove it, show your evidence #2 Reinforce all claims visually #3 Let prospects experience it themselves #5 Repeat important claims and proofs again and again * Bring your own witnesses
- 35. Bring Your Own Witnesses Witness Pointer Try to get a written endorsement from every customer Carefully select the endorsements you use with each prospect Treat endorsements with dignity and respect Try to involve satisfied customers with prospects
- 36. Thank You Any 援顎艶壊岳庄看稼盒彫..
Editor's Notes
- #8: Whats In It For Me? Every prospect you call on has his or her own needs, interests, and desires and the only place they hear ads about how to fulfill them is on WII-FM.
- #9: True sales champions know that when a salesperson and a customer get locked into a war of the wills, the salesperson always loses.
- #10: True sales champions know that when a salesperson and a customer get locked into a war of the wills, the salesperson always loses.